Note: This article is courtesy of Iris.xyz
By Peggy Mengel
USA Today reported that many people suffer from “financial advisor anxiety” — nervousness that makes them reluctant to share the intimate and important details of their finances with an advisor.
What’s behind this anxiety? Fears that are so deep-rooted that it can take years before you get to fully know and understand your client. Since fears can keep your client from providing the right information to build a trusting relationship, another important question must be explored.
What makes a prospect or new client divulge the necessary information in a relatively short period of time? Trust.
So while you are building trust by asking all the right open-ended questions with the prospect, they are assessing you to see if your answers address their fears.
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